Our Perspective on Manufacturing
As sales professionals in the manufacturing industry, we face: competitive pressures, technological advances, currency fluctuations, tight margins and customers with like challenges.
Key ingredients for success include: in-depth competitive analysis, prioritizing targeted accounts, managing multiple buyers, understanding how each customer measures success and effective selling skills.
Here are career development stages for manufacturing sales professionals and how our programs support them:
New Hires
Sales Reps are focused on learning the Industry, Products, Competition and developing strong relationships with Customers. Key capabilities that we support at this stage include: focusing on the right attitude, skills and process to uncover priority needs; asking thoughtful questions; opening and concluding sales calls with strength; effectively handling objections; and closing skills.
Tenured Reps
A focus on going deeper into their sales craft and advanced selling skills. The payoff? Higher quality sales calls and follow up. Key capabilities that we support at this stage include: power prospecting, developing and idelivering influential presentations, winning negotiations; networking and referral selling.
Major/National Accounts
The next step is playing quarterback for some major accounts. Steep learning curve includes a focus on: building multiple relationships, data analysis, strategy development skills and teamwork. Key capabilities that we support at this stage include: Strategic account management, annual goal setting process, team selling approaches and engaging Clients in the account planning process.
Sales Leader
The focus now is on developing and driving results through others. Sales Reps learn through effective modeling, mentoring and coaching. Our Practical Sales Management curriculum supports Sales Managers in achieving performance improvement with their people.
If you have a need to increase the energy, commitment and skills to develop the sales capabilities of your organization, we would welcome an exploratory meeting to determine how we can help.
